Strategic Business Development Representative

The Strategic Business Development Representative is a newly created, high-impact role on CentralReach's Enterprise Sales team. This is not a traditional SDR seat. You will work in a dedicated two-person model alongside a Strategic Account Executive, jointly targeting the largest and most complex ABA and IDD organizations in the country — multi-location provider groups, PE-backed ABA platforms, and national IDD service networks. 

 

Your primary mission is to build pipeline in a defined book of strategic accounts through disciplined outbound prospecting, deep account research, and multi-threaded stakeholder engagement. You will be the tip of the spear — opening doors, mapping organizations, building early relationships, and creating the conditions that allow the Strategic AE to engage, advance, and close transformative deals. This role requires a hunter's mindset, strong commercial instincts, and a genuine curiosity about the ABA market and the organizations that serve it. 

 

Key Accountabilities: 

• Execute high-volume, high-quality outbound prospecting across a defined set of 50–75 strategic target accounts — including multi-site ABA provider groups, PE-backed ABA platforms, and large IDD/waiver service organizations. 

• Build and maintain deep account intelligence for each target: org structure, decision-makers, current technology stack, growth trajectory, and known pain points. 

• Develop and execute multi-touch, multi-channel outreach sequences (phone, email, LinkedIn, event follow-up) tailored to specific personas — CEO, COO, CFO, Clinical Director, and PE Sponsor. 

• Qualify prospects against CentralReach's Ideal Customer Profile, identifying organizations with the size, complexity, and strategic fit to become high-value Enterprise customers. 

• Book and coordinate qualified discovery meetings and executive introductions for the Strategic Account Executive. 

• Partner closely with the Strategic AE in weekly syncs — aligning on account prioritization, messaging strategy, and pursuit sequencing. 

• Maintain precise and current records of all prospect activity, outreach history, and pipeline status in Salesforce; no gaps, no stale records. 

• Monitor trigger events across the target account list — funding announcements, M&A activity, leadership changes, new clinic openings, and regulatory developments — and convert them into timely, relevant outreach. 

• Represent CentralReach at key ABA industry conferences, trade events, and executive gatherings to build brand presence and initiate in-person relationships. 

• Consistently meet or exceed monthly and quarterly KPIs for outbound activity, qualified meetings booked, and pipeline contribution. 

• Share market intelligence, prospect feedback, and competitive observations with the broader sales and marketing teams on an ongoing basis. 

 

Desired Skills and Experience: 

• 4+ years of outbound B2B sales, sales development or business development experience, with a track record of meeting or exceeding activity and pipeline targets. 

• Experience or genuine familiarity with the ABA, behavioral health, or IDD market — either through a prior sales role, a clinical or operational background, or a strong personal connection to the space. 

• True hunter mentality — you are energized by opening new doors, comfortable with rejection, and relentless in creative follow-through. 

• Strong research instincts — you know how to map an organization, find the right contacts, and construct a relevant, personalized outreach narrative before sending a single email. 

• Excellent written and verbal communication skills; you can write a crisp, compelling cold email and hold an intelligent conversation with a C-suite executive. 

• High commercial acumen — you understand how ABA businesses operate, what keeps operators up at night, and how to connect those pressures to CentralReach's value proposition. 

• Proficiency with Salesforce or equivalent CRM; experience with sales engagement platforms (Outreach, Salesloft, Apollo) is strongly preferred. 

• Self-motivated and disciplined — you manage your own time, prioritize without being told twice, and hold yourself accountable to your numbers. 

• Coachable and growth-oriented; you take feedback seriously, iterate quickly, and want to build a long-term career in enterprise sales. 

• Comfortable working in a fast-paced, evolving environment where the playbook is still being written — and eager to help write it. 

• Willingness to travel for industry events, onsite visits, and executive engagements (up to 20–25%). 

 

Key Performance Indicators: 

• Qualified meetings booked per month for the Strategic AE 

• Outbound activity volume — calls, emails, and LinkedIn touches per week 

• Active accounts with documented multi-touch sequences in motion 

• Pipeline contribution ($ARR) generated from BDR-sourced opportunities 

• Salesforce hygiene — accuracy and completeness of all prospect records 

• Meeting-to-opportunity conversion rate